Key Takeaways
- Every HVAC company is a climate company: With the right training, mindset, and tools, profitable HVAC contractors can solve real environmental problems while making homes noticeably better places to live.
- Cold-climate heat pump technology is the catalyst: Modern inverter-driven heat pumps are enabling HVAC professionals to deliver comfort, efficiency, and emissions reductions simultaneously.
- Proper sizing eliminates common problems: Performance-based heat load calculations often reveal existing equipment is oversized by 2x or more, leading to short-cycling and poor dehumidification.
- Dehumidification often matters more than efficiency: Effective moisture removal requires a colder indoor coil, and prioritizing health outcomes over peak SEER numbers is key to satisfied customers.
HVAC Contractor? You’re in the Climate Industry
Every HVAC firm is a climate company, or at least has the potential to be, according to Drew Tozer, author of Feel-Good Homes.
If you’ve been following Drew’s work here on HVAC Know It All, you’ll recognize his systematic approach to load calculations from his previous articles on HVAC design heat loads and the difference between precision versus accuracy and simplified methods for 10-second load calculations.
Published early last year, Feel-Good Homes is a practical guide for homeowners who want to transform their houses into comfortable, healthy, and sustainable living spaces. It introduces common residential comfort and indoor air quality challenges and helps readers understand how to identify problems and pursue effective, long-term solutions.
Tozer is an NRCan-registered energy advisor with more than a decade of experience across both the public and private sectors. He is also the co-founder of Foundry Heat Pumps, the consumer-facing, electrification-focused brand of Foundry Mechanical in Toronto, ON. He partnered with Travis Richardson, who has operated Foundry Mechanical since 2020, to establish the company’s dedicated heat pump division.
“HVAC has some of the best jobs in the climate industry,” said Tozer. “With the right training, mindset, and tools, profitable HVAC companies can solve real environmental problems while making homes noticeably better places to live.”
According to Richardson and Tozer, the catalyst making this possible today is modern cold-climate heat pump technology.
Onboarding Expertise
Richardson, who has more than 20 years of field experience, was already running Foundry Mechanical when he met Tozer, who at the time was working as an energy advisor focused on large-scale renewable energy projects. The two began collaborating on consulting projects and technical concepts, gradually building a strong working relationship.
Eventually, Richardson approached Tozer about launching Foundry Heat Pumps as a way to elevate the value Foundry Mechanical could offer homeowners. The new venture would focus exclusively on marketing, selling, designing, and installing heat pump systems throughout the Greater Toronto Area.
Foundry Mechanical maintains a balanced mix of hydronic, inverter-driven heat pump, and unitary HVAC work. Over time, Richardson has built a reputation for solving complex comfort challenges and delivering premium results. That attention to detail and commitment to craftsmanship has carried over into the heat pump division. Partnering with Tozer further reinforced the company’s focus on electrification and homeowner education.
Tozer specializes in inverter-driven heat pumps, particularly in cold-climate applications. His approach emphasizes homeowner experience and fossil fuel reduction, rather than competing on lowest price. As an energy advisor, he evaluates heat pumps through the combined lenses of building science and comfort performance.
“For example,” said Tozer, “there’s a real tradeoff between efficiency and dehumidification. Effective moisture removal requires a colder indoor coil, while peak efficiency wants the coil to be only as cold as necessary. Homeowners tend to chase efficiency because it’s easy to compare and it promises energy savings. But dehumidification is often more important, especially for health outcomes, because it reduces the risk of mold growth. This is just one of many factors that can be overlooked by companies selling heat pumps without a full comfort perspective.”
For more on managing moisture and maintaining healthy indoor environments, check out Indoor Air Monitoring to Increase IAQ.
Related: John Davidson from Fujitsu joins HVAC Know It All to discuss cold-climate heat pump technology and what contractors need to know about the evolving market.
There’s Always a Solution
“Homeowners today are far more aware of high-efficiency and cold-climate heat pumps than ever before,” said Richardson. “We’ve seen a significant increase in interest and installations. That said, every customer is different, and our job is to adapt to their priorities and design the right solution for their situation.”
One recent Foundry project involved a triplex rental property where the owner wanted to replace an aging gas furnace. Because the owner planned to cover utility costs instead of sub-metering tenants, maximizing efficiency was a top priority.
The 80-year-old semi-detached townhouse had been converted into three apartments: basement, main floor, and second floor. The existing system consisted of a 90,000 BTUh gas furnace installed in 2004, paired with a two-ton air conditioner.
A performance-based heat load calculation revealed that the home required just 33,000 BTUh at design conditions of -16°C (3°F). In other words, the existing furnace was oversized by a factor of roughly 2.5. For much of the heating season, it ran for fewer than 10 minutes per hour.
This kind of oversizing is exactly why understanding heat pump sizing is critical for technicians. Oversized equipment doesn’t just waste energy, it creates comfort problems that frustrate homeowners.
The assessment uncovered additional issues. Zoning the three apartments independently was outside the project budget, meaning all units shared air. To address this, Tozer recommended improving the system’s filtration capacity. The basement was also receiving too much conditioned air, leaving it too warm in winter and too cool in summer. The cause was a supply run taken directly off the plenum.
System Selection
Because all three rental units were served by a single system, equipment selection was especially critical, Richardson explained. The new system needed to deliver balanced comfort across all apartments, despite differences in layout, exposure, and load.
Cold-climate performance topped the priority list, followed closely by dehumidification capability and overall efficiency. The team selected a 2.5-ton Fujitsu AIRSTAGE Orion XLTH (extra-low-temperature heating) heat pump, capable of operating in heating mode down to -26°C (-15°F). It was paired with an AIRSTAGE multi-position air handler and connected to the existing ductwork with several targeted modifications.
“We installed a larger return air drop with a 4-inch filter rack,” said Tozer. “That reduces duct pressure, improves system performance, and allows for higher-quality filtration. There’s a common misconception that filters only protect equipment. In reality, good filtration protects the equipment and significantly improves indoor air quality. We also reworked the plenum to reduce airflow to the basement and better balance the rest of the house.”
“We started installing AIRSTAGE equipment last year and added the XLTH as a premium offering,” Tozer added. “The spec sheet initially caught my attention.”
“The 2.5-ton XLTH delivers strong dehumidification, which I value more than chasing the highest EER or SEER numbers. It also has an excellent low minimum output for shoulder seasons, allowing better load matching. Build quality and low sound levels are top-tier as well.”
The ability to modulate output is a key advantage of variable speed scroll compressors, which dominate modern heat pump designs for exactly this reason.
“Our installation technicians appreciate the compact design of both the indoor and outdoor units,” said Richardson. “That’s a major advantage in tight retrofits like this one. Despite the small footprint, there’s plenty of space for clean installation, service, and maintenance. The single-fan outdoor unit, rather than a dual-fan design, is another plus.”
A Wi-Fi-enabled Kagami controller was installed in the main-floor apartment. Richardson noted that the thermostat’s clean, modern design and intuitive interface made it easy for tenants to use.
Upon completion, the owner qualified for a $1,335 rebate through Ontario’s Home Renovation Savings program.
See the Fujitsu AIRSTAGE in action:
Supporting the Transition
“It’s projects like this that change perceptions of heat pumps,” said Richardson. “Proper sizing, installation, and commissioning make all the difference. Months later, homeowners often tell us their homes feel better than they ever have. Between comfort gains, emissions reductions, and utility savings, heat pumps will continue to grow and increasingly complement conventional HVAC systems.”
Richardson and Tozer agree that underperforming heat pump systems are almost always the result of poor design and installation. Getting it right starts with asking the right questions.
By educating homeowners about their options and taking time to understand comfort preferences, installers can design systems that truly fit. Often, simple, non-technical questions reveal the most insight. This approach has helped set Foundry Heat Pumps apart and allows the team to tailor systems to each client’s needs.
If you’re looking to sharpen your approach, our article on what techs need to tell customers about heat pump operating costs breaks down the conversations that build trust and close deals.
“This energy transition, the shift away from fossil fuels, will succeed or fail on the backs of HVAC contractors,” said Richardson. “It’s our responsibility to keep pace with rapidly evolving technology. Equipment, accessories, and installation standards are changing fast, so we invest heavily in training and continuous learning.”
For technicians committed to staying ahead, The Kaizen Mindset: How HVAC Techs Can Stay Ahead in a Changing Industry offers a framework for continuous improvement.
“Properly sized heat pumps improve comfort, eliminate temperature swings, enhance air quality, reduce maintenance, and increase safety,” added Tozer. “They improve quality of life.”
“With the amount of work ahead, I don’t see this as a competitive landscape,” Tozer continued. “We need to move the entire industry forward by sharing accurate information and installing high-quality systems properly. That’s why I consider every HVAC contractor a climate company.”
Part 2: John Davidson continues the conversation on cold-climate heat pump applications and installation best practices.
